ALAMEDA — The Raiders will have their offensive line intact Thursday night against the Los Angeles Chargers, as both center Rodney Hudson and right tackle Trent Brown are active.The projected starting line of left tackle Kolton Miller, left guard Richie Incognito, Hudson, right guard Gabe Jackson and Brown have been together for only 10 snaps this season against the Houston Texans.Hudson missed last week’s 31-24 win over the Detroit Lions with an ankle injury, while Brown left after seven …
You are working on a deal that is worth $1,000,000 in annual recurring revenue. You’ve pursued deals of this magnitude before, and you’ve been fortunate enough to win more than your fair share. Why them, should you spend your time preparing and planning for sales calls when you have experience?Let’s start with what a deal is worth. If your dream client spends $1,000,000 annually, the value of the deal must consider how many years you are likely to retain the client. If you retain your large clients an average of seven years, you are working on a deal with $7,000,000. Would you prepare and plan differently for $7,000,000.Larger deals tend to be more strategic, and winning and retaining them provides some proof that you can deliver the outcomes for clients with more significant and more strategic needs. For a lot of us, larger clients stretch us by asking us to develop new processes and new offerings that increase the value you create for other companies. They provide experiences that allow you to differentiate yourself and your offering.I have won large clients whose key stakeholders have moved to other large companies, and because we had done good work for them and with them at the company they left, they brought us in to do the same things for them in their new company. In a few cases, multiple contacts moved to numerous new companies. The probability of people leaving larger companies and ending up a similar company with similar needs seems to me to be higher, even though I only have anecdotal evidence.Do the WorkIt’s difficult to win big deals and spending time preparing, and planning does a lot to improve your chances of winning. It allows you to develop a strategy to win the contract, helping you convey how you are different and how that difference will benefit your client. Preparing and planning gives you the time to work on your talk tracks, improving the effectiveness of your conversation, while also allowing you to anticipate questions or challenges you expect. Spending time working on the agenda and the content you need to discuss improves the content and the flow, provided you do the work and ask the tough questions. In team sales, prepping and planning roles and responsibilities improves the flow, handoffs to and from your team, and it looks professional.The larger and more important the deal, the more time you should spend preparing and planning every sales call. Don’t allow your experience or your confidence prevent you from also being a professional.
TagsTransfersAbout the authorPaul VegasShare the loveHave your say Wolves defender Ryan Bennett agrees new dealby Paul Vegas10 months agoSend to a friendShare the loveWolves defender Ryan Bennett has agreed terms over a new two-and-a-half year deal at Molineux.The centre-back had 18 months left on his old deal but will commit his future on improved terms until 2021, says the Daily Star.He has impressed in Wolves’ return to the Premier League with the club sitting 10th ahead of Saturday’s visit of Bournemouth.Bennett joined on a free transfer from Norwich in 2017 and helped Nuno Espirito Santo’s side win the Championship last season.He has made 49 appearances for Wolves, scoring once, and has played in 15 of the club’s 16 top flight matches this term.
About the authorPaul VegasShare the loveHave your say Pellegrini says West Ham must build on victory at Southamptonby Paul Vegas10 months agoSend to a friendShare the loveWest Ham boss Manuel Pellegrini says they must build on victory at Southampton.The hosts had taken the lead through Nathan Redmond, but Felipe Anderson stole the show with a quick-fire double that earned his side three points and movement into the top half of the table.“I’m happy,” Pellegrini said. “When you start with zero points in 12 then it’s always difficult to recover your position in this way. “In this moment, we are in the top ten. We will continue fighting and improving and, with 27 points, in the second round, we continue improving with our winning mentality, and we try to finish the season as near the top of the table as we can.”He continued: “I thought we played a very good game. From the first minute, we had the intention of winning the game and I thought we were very balanced in the whole game. “We worked most parts of the game in our opponent’s side and we defended very well. They didn’t have many options. “The important thing [when Southampton scored] is we continued to play in the same way, draw the game immediately, and then we scored the winning goal.”
Chegg, the Smarter Way to Student, in partnership with truth, one of the largest and most successful national youth tobacco prevention campaigns, today announced that one U.S. college or high school campus can win a once-in-a-lifetime visit from Steve Aoki, the international producer, DJ and entrepreneur.Beginning today, high school and college students can vote for their school to win this on-campus experience through an online contest. Steve Aoki will take over the classroom to host an exclusive Q&A with students, giving them a look at all that went into his rise to fame and experience as one of America’s most successful DJs and trendsetting entrepreneurs. The student body will also be treated to a set specially crafted for the day by Steve Aoki.To celebrate the importance of arts in education, Chegg will also award the winning school the $10,000 David B. Goldberg Music Grant for the music department at their school.“I am excited to be participating in the Chegg Music 101 classroom series as it allows me to connect with my fans, share experiences of my career,” said Steve Aoki. “I discovered my passion for creating music when I was in school and would have loved to have had the opportunity to hear from industry leaders.”Students attending high school or college in the contiguous 48 states can begin nominating their campus today for a chance to win the experience. To do so, students simply visit www.chegg.com/music101, log in to Chegg, and vote for their school. The school with the most student votes will win the visit from Steve Aoki. For the first time, students can earn additional votes by coming back to the website weekly and interacting with content from Chegg, truth and Steve Aoki.“While many people may think the smoking issue in this country is solved, tobacco is still the number one cause of preventable death with 99 percent of adult smokers starting by the age of 26,” said Eric Asche, Chief Marketing Officer, Truth Initiative, the organization that funds and directs truth. “Partnering with a company like Chegg, allows us to share the facts about tobacco directly with students nationwide. We believe that ending smoking is a realistic goal, and this generation is using their collective power and creativity to make it happen.”This #CheggMusic101 is presented by truth. It is the latest in Chegg’s ongoing series of music classes brought to students across college and high school campuses nationwide. This season’s contest follows successful programs that Chegg has conducted with top-artists including Kaskade, Shawn Mendes, Rachel Platten, Macklemore & Ryan Lewis, Taylor Swift, and Ed Sheeran.“This is our second Chegg Music 101 with an incredible EDM artist. We had a great success in our Brooklyn Technical High School Music 101 with Kaskade where students were able to learn about producing and remixing music. We’re thrilled to be able to bring Steve Aoki to another campus,” said Mitch Spolan, EVP of Brand Partnerships at Chegg. “By broadening the range of artists we work with for our Chegg Music 101s, the more students we can reach, educate, and surprise and delight as they interact with the artists and brands they love.”To learn more about the contest and nominate a school, visit: www.chegg.com/music101.To learn more about how to join truth and become part of the generation to end tobacco for good, visit: thetruth.com.